Featured MEdia
Supply Chains

A celebrated American author penned a powerful body of work—over 50 acclaimed novels—including one adapted into a motion picture by Searchlight Pictures, a top Hollywood studio. This was a literary legacy built on decades of success.

The author’s son, the current rights holder, was determined to expand that creative footprint, moving more of these rich, cinematic stories from page to global screen. He knew the value of the intellectual property (IP) was immense, but the challenge wasn’t selling the books; it was finding the exact right creative and commercial partner.

The Challenge: Finding the Needle in the Global Haystack

The path to production is notoriously fragmented. The client wasn’t looking for a typical sales agent; they needed a strategic compass to navigate the global entertainment supply chain. They struggled with three critical questions:

1. Who is really buying? Beyond the obvious majors, which specialist production houses or streamers were actively acquiring in their specific genres?
2. How do we bypass the gatekeepers? Who is the specific executive inside that company—the one responsible for literary adaptations or scripted development—who can actually say “yes”?
3. Are we pitching at the right time? How can we ensure our outreach aligns with a company’s current development slate and acquisition appetite?

The Solution: Vitrina Concierge as a Strategic Story Scout

The client chose Vitrina Concierge, to act as a strategic extension of their team. Concierge doesn’t send cold pitches; it uses AI, deal analysis, and continuous company profiling to craft context-aware communications that connect the right IP with the right buyers at the right time.

The campaign was executed in three progressive phases, with the intelligence from each phase informing and powering the next:

Phase 1: Validating Creative Synergy

1. Action: Vitrina focused on genre-based targeting. A custom list of 100 high-fit executives was curated across production houses and streamers whose recent slates perfectly aligned with the client’s IP genres.
2. Messaging: Personalized messaging was used to highlight creative synergy, not just rights availability.
3. Progression: The targeted approach quickly generated high-value engagement. The immediate outcome was securing an introduction with a senior executive who then facilitated a meeting with a senior executive from Fifth Season. This connection validated the power of Vitrina’s precise matchmaking approach.

Phase 2: Targeting Historical IP and Unlocking a Structural Requirement

1. Action: Because Phase 1 was such a success, the client was encouraged to launch a more specific, genre-based targeting. They introduced two to three books in the historical genre, prompting a fresh campaign and audience segmentation. Vitrina created new messaging tailored to the historical adaptation theme and reached out to another 100 closely matched executives worldwide.
2. Progression: This outreach sparked positive engagement from Netflix, which expressed interest in exploring the titles. Crucially, the engagement was contingent on collaboration with a U.K. indie production partner. This response revealed a key structural insight—a requirement that the author’s son, the current rights holder, had not previously known.

Phase 3: Reactivation: Partnering for Co-Production (Enabled by Phase 2 Insight)

1. Action: Using that key intelligence gained in Phase 2, Vitrina immediately initiated a third campaign. The focus was a precise reactivation: identifying potential U.K. indie partners suitable for co-production to fulfil the newly identified Netflix requirement.
2. Progression: The campaign successfully secured responses from targeted indies, directly opening the path to formal collaboration and enabling the client to re-approach Netflix under the right framework. Additionally, Nishama Entertainment (part of the Fox group) responded with interest in reviewing the catalog, marking another high-value connection.

The Takeaway:

This collaboration demonstrates how strategic intelligence and targeted matchmaking can outperform traditional pitching or agency representation.

Vitrina acted not as an intermediary but as a creative and strategic compass, combining industry data, human insight, and market timing to align timeless stories with the right global partners.

In today’s evolving acquisition climate, success isn’t about outreach volume — it’s about precision, alignment, and knowing who’s ready to buy what, and when.

Vitrina made that possible.